Over the last two decades studies have demonstrated the importance of goal orientations in the context of selling and established a body of the main antecedents and outcomes. A closer look at the empirical findings reveals that the relationship between goal orientations and performance remains...

Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their...